The physics of startup sales

Newsletter post: The Physics of Sales

Rob and RC explore the fundamental differences between the "seller-push" approach to sales and the "buyer-pull" approach. They discuss the common misconceptions surrounding sales strategies, and debunk the nonsense that exists out there with sales hacks and approaches that pretend to be able to "create" demand where there is none. The dialogue highlights practical advice for founders on how to align their products with actual customer demand, improve sales conversations, and navigate competitive environments effectively. The conversation includes steps that founders can take today to move toward a "buyer-pull" mentality in sales.

00:00 Introduction to Podcasting Journey

01:04 Understanding Demand vs. Supply in Sales

02:20 The Concept of Demand in Product Development

06:04 Defining Demand and Supply

07:42 Seller Push vs. Buyer Pull Dynamics

14:36 The Power of Buyer Pull

20:01 The Experience of Sales Conversations

22:08 Self-Diagnostics for Sales Approaches

25:56 Navigating Competitive Environments

30:02 Key Takeaways from the Discussion

Connect on LinkedIn w/ Rob: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights w/ Rob: https://howtogrow.substack.com/ Work with Rob: www.robsnyder.org